The Channel Sales Manager is responsible for managing partner relationships, driving sales growth, and optimizing channel strategies in a B2B SaaS environment, ensuring mutual business plan goals are met.
About SugarCRM
From the very beginning, SugarCRM had a unique vision: to offer a different kind of customer relationship management (CRM) software. We pioneered a solution that easily adapts to customer needs, and now, more than two decades later, we’re on a mission to help sales teams reach their highest potential.
Our diverse team around the world shares a passion for helping customers succeed. Together, we’re building a culture that values personal and professional growth—and we’re proud to be recognized as a Great Place to Work. We care about work/life balance and flexibility for our employees, and we're proud of how we show up for our customers every day.
If you're looking to level up your career and help businesses grow better and faster, you’re in the right place. Learn more about SugarCRM careers and how you can be part of our journey.
Where Do You fit?
The Channel Sales Manager role operates within a matrixed organisation and plays a crucial role in expanding a company's market reach and driving revenue by building and managing relationships with our current tier 2 channel partners andidentifying new partners to recruit in specific vertical markets, with logical geographic coverage to mitigate channel conflict.
The primary focus will be Value-Added Resellers (VARs) with domain knowledge in CRM and ERP, although there could be considerations for Systems Integrators (SIs), Managed Service Providers (MSPs), or other organizations that promote and sell the company's SaaS solutions.
Impact you will make in the role:
- Key responsibilities for the Channel Sales Manager are primarily focused on three goals, namely, ensuring new business, current customer growth and renewal goals are met.
- This will be achieved through developing strong communications and programs to the community covering channel strategies, managing current tier 2 partner relationships, targeting and recruiting new partners, owning the mutual business planning / target setting cycle with accredited channels, coordinating certification, enablement and training with enablement resources, and ensuring ChannelOPS, SalesOPS, Knowledge, Support, Services, Sales, Customer Success, Marketing and Finance, functions are optimized to maximize commercial traction and to remove friction.
- The Channel Sales Manager, in conjunction with ChannelOPS and SalesOPS, will be responsible for monitoring performance, managing partner contract obligations, optimizing channel programs, collaborating cross-functionally, analyzing market trends, and spotting commercial opportunity within each of their franchises.
- Ensure each partner has the capacity to achieve our mutual business plan.
What you will bring:
- 6+ years of experience in channel sales and partner management within a B2B SaaS environment.
- Bachelor's degree in a related field.
- Experience as a hands-on business manager, humble, methodical, a communicator, action oriented, with high attention to detail.
- Excellent understanding of complex B2B SaaS sales, contract and the functions of Marketing, Sales, Services, CSM/CX and support.
- Extensive collaboration and leadership skills required due to the nature of SugarCRM’s matrixed organization.
- Excellent relationship and communication skillset.
- Ability to manage multiple moving parts in a complex machine.
- A results-driven mindset.
Preferred Skills & Knowledge:
- Communication
- Data analysis / Reporting
- Partner program / contract
- Planning and coordination
- CRM & ERP
- Highly skilled in working in matrix organisations:Channel operations, Sales / Sales methodology, Marketing / lead gen planning, Support, Services, Enablement, Alliances
#LI-Hybrid
We understand that no candidate is perfectly qualified for any job. Experience comes in different forms; many skills are transferable; and passion goes a long way. Even more important than your resume is a clear demonstration of dedication, impact, and the ability to thrive in a fluid and collaborative environment. We want you to learn new things in this role, and we encourage you to apply if your experience is close to what we’re looking for. We also know that diversity of background and thought makes for better problem solving and more creative thinking, which is why we're dedicated to adding new perspectives to the team.
Benefits and Perks:
Beyond a stellar work environment, friendly people, and inspiring work, we have some sweet benefits and perks:
· Excellent healthcare package for you and your family
· Savings and Investment – 401(k) match
· Unlimited Paid Time Off
· Paid Parental Leave
· Online Legal Services (Rocket Lawyer)
· Financial Planning Services (Origin)
· Discounted Pet Insurance (Embrace Pet Insurance)
· Corporate Benefit Program (Working Advantage). This benefit offers you exclusive travel and entertainment offers and special discounts that are not available to the general public
· Health and Wellness Reimbursement Program
· Travel Discounts
· Educational Resources - Career & Personal Development Program
· Employee Referral Bonus Program
· We are a merit-based company - many opportunities to learn, excel and grow your career!
If you require a reasonable accommodation to search for a job opening or submit an application, please call +1 (877) 842-7276 with your request and contact information.
Our company uses E-Verify to confirm the employment eligibility of all newly hired employees. To learn more about E-Verify, including your rights and responsibilities, please visit www.dhs.gov/E-Verify.
#LI-Hybrid
Top Skills
CRM
Erp
SaaS
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